How to Become a Trusted Real Estate Advisor

Every professional real estate agent reevaluates their position and the way they operate their business as a way to grow and enrich their business. Some common questions asked during this reflection include: How can I reach out to my clients more often? How do I get labeled as a real estate specialist rather than a generalist? How can I make my clients play fairly with me? The answer to each of these questions and many more is simple: you must earn your client's trust.

Your goal in the real estate industry is to become a trusted real estate advisor. The question now is, how?

Trusted Real Estate Advisors Share Common Attributes

Trusted real estate advisors all share the same attributes:

Naturally focus on the client as an individual rather than someone fulfilling a role to satisfy their needs and wants. Show a strong competitive drive, but not in the sense of business competition but through finding new ways to be of greater service to the clients. Focus on doing the next right thing instead of on specific outcomes for your benefit. This means being customer-oriented – put your client's interests first. Believe that both selling and serving are aspects of professionalism. Both prove a dedication to helping clients with their issues – it is like creating win-win situations for yourself and your clients.

The Core Real Estate Advisor Skills

The Power of Trust

Trust is a power that is both earned and deserved. You must do something to prove yourself as a trusted real estate advisor to your clients. At the core, trust is about relationships in real estate. You will notice clients tend to trust real estate agents who care for their benefit and not simply looking to maximize their wallets alone.

Trust is all about the law of reciprocity, which is as simple as this: You help me and I'll help you.

Giving Advice

Advice is not exclusively all about logic. Many real estate professionals believe giving advice is all based on technical exact knowledge and expertise. Instead, giving advice should be a beautiful harmony between the real estate advisor and the client.

In the simplest terms, if you can not learn to recognize, process, and respond to your client's emotions, you cannot be an effective real estate advisor.

Clients want an advisor who will take away their worries and absorb their hassles. But instead, what they frequently get are real estate professionals who add to their worries and create unnecessary headaches by forcing them to confront things they would prefer to ignore.

Point to Ponder: Clients are loyal to your standards, not you!

Building Relationships

One way to succeed in real estate business is to connect, since it's a people's business. Which is why building strong relationships is the foundation of your real estate business and can be a way to build your sphere of influence. To build a strong relationship in real estate, you must be:

Thoughtful Understanding Considerate Supportive

Stages of Trust

There are four stages of trust that you can follow to build a strong relationship with your clients:

Engage with the prospect Listen to the situation/complication Find the true reason behind an occurring of issue while providing a fresh way to think about it Envision the many solutions to the problem to find the best way to fix it Commit – by this stage, the problem has been framed, and the vision you wish to attain is clear to fix the problem

Trust is many things for real estate. It is a two-way relationship on a personal level which you can achieve with your prospect. It entails risk but over time, you make a connection with your client on an emotional level. Building trust is important, especially because every agent should have it between them and their clientele. You are able to become a top agent by becoming a trusted real estate advisor through asking the right questions and utilizing your value during the right situations to show your prospects that you are here for their best interest.